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Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price

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Understanding the problems your product solves is the most important piece to the gap selling puzzle, Keenan said.

Una anécdota: en una de las empresas en las que trabajé, un responsable de zona hablaba de la "pasión a la hora de vender". In the opinion of sales coach Keenan – the CEO and president of sales consulting firm A Sales Guy Inc. At Dooly, Scalera might ask a question like, “Walk me through what happens when a new lead comes in,” or “What happens next? TL;DR: If you want to Gap Sell more effectively, bucket your lines of questioning into Current State, Desired Future State, and How Big Is The Gap Between The Two.

Some components of that current state include Facts, Problems, Impact of the Problems, Root Causes, and Emotional State. Once you are aware of what problems you can solve and which your client may be facing, it is time to ask a lot of questions to learn the facts regarding your client’s current state. Especially if you spent the necessary time during discovery, you should know by this point that your product is a good fit, will bring value, and will close their gap. What people always screw up is this: the 'gap' (really just a new term for implications), is what pushes people to act, but it's not how you get people interested in the product. Thus, to sell really well you’d have to have the skills of an expert consultant in the field/ industry in which you operate.

He has also been cited in the Harvard Business Journal, Huffington Post, Entrepreneur Magazine and Inc. Your role is to crystallize the stakes for them and help them conclude the salesperson who possesses something that can make that future state come true is selling something of real value.I understand this as a salesperson and why in the end this works to your advantage, I just don't love the sales platitudes of how much you are helping them all the time.

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